I have been extremely fortunate in my professional career as a broker to represent some amazing clients. The best of the best understand two important elements: one, my team and I are experts in what we do, and we are sharing our expertise for their benefit. And two, we are entering into a partnership whereby we will always safeguard their best interest.
In short, the clients who have benefited the most from our services knew to follow our lead and trust our guidance. Unfortunately, from time to time, we have clients who hire us for our services so they can instruct us on how to sell their aircraft. Often, this attitude leads to financial missteps and lost opportunity for the client. The sad truth is that not all brokers have their client’s best interest in mind during an aircraft transaction. This fact puts the honest broker at a disadvantage. That said, the cream always rises to the top. The aircraft owner who trusts his broker’s expertise and the broker who strives for their client’s best interest are the ones who have forged a successful partnership.
The pre-owned aircraft markets are fluid and ever changing. Not long ago, the markets were a flood of uncertainty and indecision. Now, with the flick of a switch, aircraft are selling in a pseudo auction type frenzy. In this market, it does not take a Rhodes Scholar to know an aircraft’s true value. For example, within a few weeks of being on the market, if the owner has been presented with multiple real and similarly priced offers, the market has spoken on the aircraft’s value. Holding out and wanting just a bit more is a gamble with slim odds of success.
On the other hand, in a market as hot as this, an aircraft that has been priced outside the brokers recommendation and does not have any offers in the first few months is more than likely overpriced. The market environment and its variables, whatever they happen to be at any given time, will dictate what an aircraft’s true value is. The intellect in this environment is the one who observes and studies the market data daily.There is simply no substitute for data and facts. Aircraft brokers with their fingers on this high-level information are sitting on a gold mine of information. This asset of information is studied daily by our whole team and shared with our clients. The beneficiaries of this treasure trove are the owners who understand the value of this knowledge and capitalize on their broker’s educated advice.
The biggest threat to a successful transaction in today’s market is the loss of time. Gone are the days (at least for now) of sitting on the market waiting for a buyer. The buyers are alive, well, and waiting like piranhas. Having a bite and not setting the hook does not guarantee that a bigger fish will come along. It usually means you’re about to lose your bait. The year is rapidly coming to a close, and no one can say with certainty what 2022 will bring. When a trusted broker is hired and a dependable partnership is built, it’s always the best bet to take the expert’s advice when they say it’s time to set the hook or cut the line.
Those who know Ryan know his longtime passion for planes. As a matter of fact, Ryan soloed his first aircraft before receiving his driver’s license at age 16. Today, he holds multiple jet type ratings (LRJET, CL604 and B737) and is responsible for aircraft sales, brokerage, acquisitions, market analysis, data research and special projects. Ryan puts client needs first, always respecting time and understanding the importance of investments. Outside the world of aviation, Ryan enjoys spending time with his wife and two children. He also enjoys heading out to the golf course as often as possible.
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